CHP 7 PART A - POWER

Question 1

What is power?(1)

Answer 1

It’s the ability to influence OTHERS who are in a state of DEPENDANCE.

Question 2

POWER:
What is DEPENDANCE? (B’s relationship to A?)

2) when does dependency increase when?
(3 factors

Answer 2

1) It’s when A has something that B requires
(The more B depends on A, the more power A has)

2) It increase when RESOURCES
- is important
- scare (I.e. Controlling the availability of (organizational) resources makes the controller/resource holder more powerful
- Nonsusbtitutable
(Access to alternative resources make the controller less powerful)

Question 3

Three forms of organizational power?1.

Answer 3

1. Legitimate power
   (Someone’s formal authority, CEO)
2. Coercive Power (Fear mongering?)
   Power base dependent on fear of punishment if you don’t comply
3. Reward power
   Power based on your ability to give rewards that others want

Question 4

Personal Power:
1)What is it?

2) Two types?

Answer 4

1) Power that comes from someone’s characteristics

2)
Expert Power
- influence base on skills/knowledge
- usually leads to legitimate power
- long time to develop?

Referent Power
- “Role Model” power, when people admire someone, they tend to be influenced by their behavior

Question 5

1) Three human response to the five bases of power:

2) Among:
Legitimate
Coercive
Reward
Expert
Referent

Power base, list them based on the three responses

Answer 5

1)
Resistance -> Compliance -> commitment

2)
From resistance to commitment
Coercive (Resistance) - Reward&Legitamate (Compliance) - Expert&Referent (Commitment)

Question 6

Why is coercive, reward and legitimate power the least effective? (2 reasons)

Hint:

• what does it not improve?
• a specific power

Answer 6

1. does not improve commitment

2. Co-receive power can cause dissatisfaction

Question 7

Why are personal sources of power more effective?

Three positively related aspects to personal power?

Answer 7

Both expert and refer to power are positively related to:

1. Job satisfaction
2. (Affective )commitment
3. Job performance

Question 8

Power versus status?
(What is power and what is status?)

2) what do both have in common? (has to do with influence)

Answer 8

1) Power - how much one can control others by controlling valued resources
2) Status - how much one is respected/admired/regarded by others
2) BOTH are sources of influence, but different sources (methods)

NOTE: remember there is difference between high/low power and high and low status!!!

Question 9

POWER VS STATUS:
- Status legitimizes ____________

• What is power is greater than status?
• What do individual that posses power but lack status tend to do?

Answer 9

1) Status legitimizes POWER and INFLUENCE (balanced)
2) If power is greater, it’s illegitimate (there is negative response from others
3) (low status, high power), they tend to engage in activities that demean others (controlling, mean, etc)

Question 10

INFLUENCE TACTICS:

The FOUR most effective tactics?

Answer 10

1) Rational Persuasions
(Using facts and data, to make a logical/rational appeal to complete request)

2) Inspirational Appeal
(Appealing to one’s values and ideals, creating emotional reactions)

3) Consultation
(Letting them have a say in how to carry out your request)

4) Collaboration
(Working together to complete your request)

Question 11

INFLUENCE TACTICS:

What are the FOUR moderately Effective tactics

Answer 11

1) Ingratiation
(Using owed favors, complements, or friendly behavior to get them to do request)

2) Personal appeal
(Asking based on friendship.loyalty)

3) Exchange tactic
(Offering reward in return )

4) Apprising
(Explaining why doing the request will benefit them personally)

Question 12

INFLUENCE TACTICS:

What are the TWO most least effective tactics?

Answer 12

1) Pressure
(Using coercive power - threats and demands)

2) Coalitions
Getting support of others to provide backing when making a request

Question 13

Factors influencing power tactics:
1) what is it?

2) how is it best used?

Answer 13

1) Sequencing of tactics:
- using a combination of the tactics
(Starting softer (most effective) to harder tactics (less effective) works the best)

NOTE: the culture of the organization affects the user’s choice of tactic. I.E ARMY

Question 14

Summary:
1. How can you increase power?

2) Which type of power is more effective than others
(Why? What do you get out of it?)

3) What order of tactics work best?

Answer 14

1) Increase power by increasing other’s DEPENDANCE on you

2) Expert & Referent power are way more effective than coercion, legitimate, or reward powers
- you get better employee motivation, performance, commitment, and satisfaction

3) Going softer (most effective) to harder (less effective) works best!